10 STEPS TO SELLING YOUR CAR

Step 5: Commit to a Meeting Time and Place

If the conversation is going well and the caller would like to see the vehicle (and don't be afraid to ask), agree on a time and place to meet. This is important, and for two reasons. First, if someone says, "I'll come by sometime on Sunday," you will likely be stuck waiting around all day. The second important factor is commitment. Make an agreement for a firm commitment for a specific time and place. People that have made an appointment are more likely to show up or at least call if they can't get there. Pick a time and an environment that is safe for you. Get the other person's phone number and, if he or she doesn't show up for an appointment, call and find out if there is still interest and if things can be re-arranged for later.

Never Negotiate Over the Phone
Beware of buyers who are setting you up for the double negotiation over the phone. On the initial phone call, they might try to commit you to a lower price (sometimes even saying, "I won't hold you to it"), but when they come to see the car, the nitpicking begins and the negotiation starts at the lower price you inadvertently quoted. Others will even negotiate the price, then ask to have the car inspected and try to start the process all over again -- just to wear you out!

You can eliminate most of these situations by simply saying, "I cannot negotiate a price until we both know what we want out of this transaction. Please come and look at the car first." If the caller gets insulted and hangs up, don't worry, you haven't lost anything except a troublesome buyer and you've saved yourself a lot of frustration.

NOTE: If too many people are hanging up, your asking price may be too high, so be sure to check the Blue Book^® Private Party Value first.